Sales bootcamp. Comic strip презентация

Who Are Your Buyers And What Motivates Them To Buy ?

What are the Main Dominant Buying Motives.
Subjects COVERED
Uncovering Dominate Buying Motives Using A 3 Layered Questioning Technique.
Who Are Your Buyers And What Motivates Them To Buy ?
Selling Using Dominant Buying Motives.

What are you looking for?
I am looking to buy an apartment.
How many bedrooms?
1-bedroom
What is your budget?
Is there a specific area or community you are interested to buy in?
Dubai Marina
Great I have this apartment within a walking distance from the mall it has a partial view , blah , blah ,blah
The half-baked Way QUESTIONING TECHNIQUE

I am looking to buy an apartment.
1-bedroom
Dubai Marina
1st Level Question : What are you looking for?
1st Level Question : How many bedrooms?
1st Level Question : Is there a specific area or community you are interested to buy in?
The Three-Layered
QUESTIONING TECHNIQUE

2nd Level Question : Why the Marina and what in the Marina that interests you the most?
There are plenty of outdoor activities arround
2nd Level Question : Is there any activity that you are keen on.
I enjoy Cycling and Kayakaing
The Three-Layered
QUESTIONING TECHNIQUE

It would be great if I can cycle to the beach and be there in a couple of minutes.
Othere than the price it is the second most important
3rd Level Question : How important is it for you to have your apartment close to the beach ?
3rd Level Question : Would that be the main factor in selecting the apartment?
That is great I believe I have the right apartment for you it is 300 meters from the JBR beach with easy access to the public beach where you can go kayaking and cycling. Is this something you would be interested in?
The Three-Layered
QUESTIONING TECHNIQUE

Yes, I travel to Dubai quite frequently.
A total of Three months.
Rent out it, of course
So, as you have told the last time we spoke that you are looking to purchas a second home. Is this still a priority?
How many days in the year, will you be staying in your apartment?
What would you do with the apartment when you are not staying there?
The Three-Layered
QUESTIONING TECHNIQUE

Yes, that will be ideal.
Absloutily
So, renting it out on a short-term basis would be the ideal solution for you?
Will I have the perfect apartment for you, it is in Sparkle Towers in Dubai marina. Its 3 minutes walking distance from the beach 2 minutes from the tram and short stroll away to all the restaurants.
This means when you are staying in your apartment, you can enjoy all the highlights of the Dubai marina.
The Three-Layered
QUESTIONING TECHNIQUE
And when you decide to rent it out, you will enjoy high occupancy rates and a higher rental yield because of all the facilities around it.
Is this something you would be interested in?

“Sure, go ahead.”
"Yeah, sometimes I do that."
“Yes, a couple of have.”
“I have a favor to ask you, but only if you’re comfortable with it.”
“It’s been my experience that most of my customers when they were in the process of buying a house, they shared their experience with their relatives and friends.”
“That’s great. Has any of the people you have talked to mentioned that they have been thinking of buying a property.”
how TO ASKE FOR REFAIRELS FROM A COUSTMER example 1

“I don't have a problem with that.”
”Sure.” Or “Let me aske them first”
"I would appreciate it if you could tell them about me and how I can help them find the right property.
Would you mind introducing me to them?”
Would you be comfortable doing that?"
"That's great. I appreciate it." Then, if you can give me their contact details and let them know, I will call them to introduce my self."
how TO ASKE FOR REFAIRELS FROM A COUSTMER example 1

“I don't have a problem with that.”
“Well no one comes to my mind right now”
“My success depends heavily on referrals from satisfied clients. If you feel that I have done a good job in helping you find the right property and if you know someone else who might be looking for a property. I would appreciate it if you could refer me to them.
Would you be comfortable doing that?"
"That's great. I appreciate it." Then, if you can give me their contact details.”
how TO ASKE FOR REFAIRELS FROM A COUSTMER example 2
"Sure, I understand that; do you mind if I give you a call in the next couple of days in case you might have thought of a couple of names."

“This is Susan. How can I help you?”
**Hangs up**
“Hi, may I speak with Susan.”
“Hi, Susan, this is Mary from We love you Properties. We’re are one of the top brokerage companies in Dubai, and we have a brand-new project that was launched recently, and we are offering post-handover payment plans.
The wrong way

The Saleswoman did not ask permission if he can take the call further.
The Saleswoman had no connection with the prospect
There was a lack of empathy that the prospect might be busy or not interested.

W.B-7
What went wrong?

“Well, yeah.”
“I might”
“Hi, Susan, it’s Mary from We love you Properties. I know I must have caught you in the middle of something.” *pause*
“I do appreciate that, so I’ll not take much of your time. The reason for my call is…is that we have recently launched a fantastic project in Dubai Marina. Would that be something you will be interested in?
The correct way
“Fantastic! We truly believe that an opportunity like this don’t come very often. We have selected 20 special one-bedroom units for the and I want to make sure that you get an opportunity to own one of these special one-bedrooms.”
What’s the best email to send you information and the calendar invite on?
Can I confirm the time for you to visit our office?

W.B-8
Applying The 4 Moves to Counter Rejections and Shrug-Offs